Delta Insurance Agency, a small-scale provider of home, auto, and life insurance, wanted to better understand its sales team’s quarterly performance. Using KPIs, they aimed to make data-driven decisions for improvement.
While DIA knew they were getting sales, they lacked insight into the specifics of their sales performance and areas that required attention.
DIA implemented eight key performance indicators (KPIs) to evaluate their sales team’s performance over a quarter:
1. Sales Volume
2. Revenue Generated
3. Lead Conversion Rate
4. Average Policy Value
5. Customer Retention Rate
6. Cross-Selling Rate
7. Customer Satisfaction
8. Sales Cycle Length
- Sales Volume:
Quarterly Total: 360 policies (Jan: 120, Feb: 110, Mar: 130)
- Revenue Generated:
Quarterly Total: $905,000 (Jan: $300k, Feb: $280k, Mar: $325k)
- Lead Conversion Rate:
Quarterly Average: 40% (Consistent across months)
- Average Policy Value:
Quarterly Average: $2,515
- Customer Retention Rate:
Quarterly Average: 89.67% (Dip in Feb to 88%)
- Cross-Selling Rate:
Quarterly Average: 32.67%
- Customer Satisfaction:
Quarterly Average: 4.5/5
- Sales Cycle Length:
Quarterly Average: 25.33 days (Fluctuation observed)
nsights and Next Steps:
- Stable Growth: Minor growth in sales volume indicates potential in lead conversion.
- Consistent Conversion: Stable 40% conversion rate suggests room for improvement with more training.
- Revenue Potential: Explore the policies sold in February for the uptick in average value.
- Retention Analysis: Investigate February’s slight dip in retention rate.
- Boosting Cross-Selling: Product bundling training could increase cross-selling rate.
- Sales Cycle Analysis: Understanding February’s increase in sales cycle can identify bottlenecks.
Using the KPIs, DIA was able to gain in-depth insights into their sales team’s performance. With these data-driven metrics, they can now implement targeted strategies for consistent growth and improved customer satisfaction.